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Channel still wary of IBM partnerships

Channel still wary of IBM partnerships

IBM has made significant strides towards winning back the support of the channel with its rejuvenated Associate Member Program (ARN, March 20, page 6) but it still has a few steps left before channel players become convinced they should be selling Big Blue boxes.

Santo Pappalardo, managing director of IBM distributor IT Wholesale, thinks it's high time the vendor became serious about its tier-two partners.

"They haven't had a good tier-two program before," Pappalardo said. "Whenever they have started to build a tier-two program in the past, it has fallen by the wayside.

"This time they seem far more committed to the channel, but now I want to see the execution of it. It is easy for them to stand up and say what they are going to do, but it is another thing for them to come through and actually deliver. But I think they will."

Frank Sheu, managing director of Synnex, which also distributes IBM, thinks there are a lot of resellers wanting to sell IBM.

"We have communicated the program to our reseller network and the feedback has been not bad," Sheu said. "The IBM name still carries a lot of weight.

"We are positive that our sales volume will double in the next quarter because they are also pricing the product very aggressively. It is not so much the program that will sell product, it is the pricing.

For the channel's full verdict on IBM's new strategy, read this week's ARN (March 27), out now.


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